John Caulfield

John Caulfield's Posts

• Big Drop? Old-School

  by John Caulfield

  Using steep discounts to win contracts has lost credibility with customers who turn to the Internet for information about the price and value of products and services.

• Tough Cut

  by John Caulfield

  With revenue down, companies are out to reduce costs. But where and how isn't always obvious.

• Payback Time

  by John Caulfield

  Calculating the eventual return on investment in a new salesperson is no longer simple arithmetic.

• Vacation Home Remodel

  by John Caulfield

  On an unseasonably warm October morning, the Delaware River flows less majestically than it normally does through Bucks County, Pa. It hasn't rained in the county for a month, and the river level is low.

• ProWatch: Going for the Green

  by John Caulfield

  The National Association of Home Builders and the U.S. Green Building Council have locked horns over which of their respective green building standards should dominate residential construction. This confrontation, regardless of its outcome, presents another opportunity for pro dealers to stake their claim in a burgeoning trend toward eco-friendlier home building that, if more states have their way, will be mandated.